ГерманияStrategic GTM Lead - Insurance DACH
5 дн. назад
ГерманияLeadHybrid
account_managementstrategic_planningclient_engagement
Lead strategic go-to-market initiatives for insurance clients in DACH region focusing on AI-driven solutions.
О компании
- enables financial institutions to transform into AI-native organizations that are increasingly powered by autonomous agents. With our modular Agentic Decision Platform, customers combine AI agents, rules, relevant context, and human oversight to safely automate and optimize their decisions—approving more customers, reimbursing claims instantly, stopping fraud before it spreads, and financing every business worth funding. Founded in 2020, powers millions of decisions daily for institutions including Mercury, Monzo, Faire, and Pleo. With offices in New York, Berlin, London, São Paulo, and Iași, the company has raised $184M from Growth Equity at Goldman Sachs Alternatives, Index Ventures, Tiger Global, Balderton Capital, and Y Combinator. Learn more at .com .
- About Your Employment . operates through regional entities worldwide. Depending on the location of this role, your employment or engagement will be with LLC (US), GmbH (Germany), Ltd (UK), or SRL (Romania). The applicable entity will be confirmed during the offer process.
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Обязанности
- empowers financial institutions to transform into truly AI-native organizations. We’re growing rapidly with enterprise customers across banks and insurance companies, and we’re looking for a Strategic GTM Lead for Insurance in DACH : someone who has led client engagements at a top-tier strategy consultancy and now wants to build a market rather than advise on one. You will decide which insurers we go after and why, develop those relationships from first contact to signed partnership, and be the person senior insurance executives trust to think through how AI changes underwriting, claims and operations in their business.
- This is not a classic sales role. You will open new strategic insurance accounts and grow them into long-term partnerships, from the first executive conversation to large, account-level commitments. Our Account Executives close individual deals and use cases; you set the direction for the account as a whole. Most of your impact comes from account strategy, executive dialogue, ecosystem work with consultancies and partners, and shaping how shows up in the German-speaking insurance market. You will work closely with our Head of Insurance, Account Executives, Solution Engineering, Product and Engineering.
- Identify and prioritize target accounts across DACH insurers (primary insurers, reinsurers, MGAs, insurance groups) based on a clear thesis: where the business case for AI-driven decisioning is strongest and where we can win
- Build account strategies for your portfolio: map the organization, its strategic agenda and transformation programs, the buying committee and the path to an executive sponsor, and spot expansion opportunities from day one
- Grow and retain accounts once they are live: steer the overall relationship, open new business lines and country organizations, and make sure clients see lasting value
- Lead relationships at every level, from claims and underwriting heads to CIOs, COOs and board members, and move them from first conversation to a defined business case and a strategic commitment to
- Design and moderate executive workshops and steering meetings with insurance leadership teams, turning open-ended ambitions ("we need to become AI-native") into concrete, prioritized use cases
- Shape and land account-level commitments (business case, commercial framework, executive sign-off), working hand in hand with the Account Executives who close individual deals, Solution Engineering and our Head of Insurance
- Work closely with Product and Engineering to tailor our platform to each client's needs and turn client requirements into concrete solutions
- Build and work our ecosystem in DACH: strategy and technology consultancies, system integrators and core system vendors who shape insurers' technology decisions
- Represent at industry conferences, roundtables and client events, and help design formats of our own that bring insurance executives together
- Bring market insight back into : what insurers need, how competitors and incumbents position, and what that means for our product, messaging and pricing
- Help build the playbook for 's insurance business in DACH as we scale the team
Требования
- 6+ years of total work experience, including 4–6 years at McKinsey, BCG, Bain or a comparable strategy or operations consultancy, ideally leading client teams as Engagement Manager, Project Leader or equivalent
- Project experience with insurance clients; you don't need to be an insurance specialist, and adjacent work in operations, technical advisory or digital/AI transformation counts
- A commercial track record: ideally you have sold or expanded projects as an Engagement Manager. Software sales experience is not required
- Outgoing and client-facing: you enjoy being in front of clients and leading the conversation, rather than working in the background
- You are comfortable in front of C-level executives: you can structure a difficult discussion, moderate a room of senior stakeholders and hold your own when challenged
- Strong problem-structuring and business case skills; you can quantify the value of a use case and explain it to a CFO
- Technical understanding: you can discuss how our platform works with engineers and translate it for business leaders
- You take ownership of outcomes, not just recommendations, and you are motivated by building revenue and long-term client relationships. High ownership, but a team player, not a lone wolf
- Fluent in German and English, written and spoken
- Based in Munich or Berlin (Frankfurt or London possible) and happy to travel frequently across Germany, Austria and Switzerland. This is not a remote role: you will regularly work on-site with clients, for example in workshops
- Experience beyond consulting, for example in an industry or in-house role
- Existing network among senior decision-makers at DACH insurers, insurance consultancies or core system vendors
- Experience in an enterprise software, insurtech or AI company, for example in a commercial, strategy or business development role
- Hands-on familiarity with how insurers run claims, underwriting or pricing, and with the regulatory context (BaFin, Solvency II, EU AI Act)
- Experience speaking at industry events or publishing on insurance and AI topics
Условия
- Work with colleagues that lift you up, challenge you, celebrate you and help you grow. We come from many different backgrounds, but what we have in common is the desire to operate at the very top of our fields. If you are similarly capable, caring, and driven, you'll find yourself at home here.
- Make an impact and meaningfully shape an early-stage company.
- Experience a truly flat hierarchy and communicate directly with founding team members. Having an opinion and voicing your ideas is not only welcome but encouraged, especially when they challenge the status quo.
- Learn from experienced mentors and achieve tremendous personal and professional growth. Get to know and leverage our network of leading tech investors and advisors around the globe.
- Receive a top-of-market equity and cash compensation package, with a predominantly fixed salary and a performance-based bonus.
- Get access to a self-development budget you can use to e.g. attend conferences, buy books or take classes.
- Use the equipment of your choice including meaningful home office set-up.
Другое
- We're eager to meet talented and driven candidates regardless of whether they tick all the boxes. We're looking for someone who will add to our culture, not just fit within it. We strongly encourage individuals from groups traditionally underestimated and underrepresented in tech to apply.
- We seek to actively recognize and combat racism, sexism, ableism and ageism. We embrace and support all gender identities and expressions, and celebrate love in its many forms. We won't inquire about how you identify or if you've experienced discrimination, but if you want to tell your story, we are all ears.